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January is a weird month for me. It always starts out slow
because my clients are figuring out their needs for the year, but
it always ends insanely busy because everyone is rushing to make
up lost time from the holidays. I would assume this is how it is
for most service-based entrepreneurs.

When I first
started doing PR, I would dread January. The holidays are
expensive, and if I am not working, then I am not making money.
Now that I have been doing this for longer, I have learned a
thing or two, and I am better equipped to make being a contractor
less unpredictable.

What I have
found to be the ultimate truth is you always must have more work
than you need. I know, easier said than done. It can definitely
be a struggle to keep your workload where you want it, so here
are a few things to keep in mind:

Don't
be afraid to suggest new ideas. If you think of something
new that could help out a client, suggest it to them! Chances are
if you come up with the idea, they will hire you to make it
happen. For example, in PR, I always try to come up with new
story ideas for clients. As soon as I come up with something
solid, I make sure to let them know. More times than not, the PR
firms that I work for hire me to send out the pitches that I come
up with.

By taking the
time to come up with fresh ideas, it shows that you are
proactive. It also gives you a reason to check in.

Volunteer to help out the
team. When you provide a service,
you want to be known for being helpful and easy to work with. You
have to learn how to be a team player. One of the best ways to do
this is volunteering to take on projects. If you hear that your
client is taking on something new, don't be afraid to offer your
expertise, where it fits. You can't just wait for people to come
to you. As a service-based entrepreneur, you really have to show
that you are available for new work.

Never
stop looking for new opportunities. As a new entrepreneur, this
was something I had to learn very quickly. When you are busy with
existing clients, new client outreach can fall through the
cracks. That's fine -- until a project ends or falls through. We
have all been there!

Make it a goal to schedule in new client outreach each week. This
will help to ensure that you always have something coming down
the pipeline.

Say
"no" wisely. It can be difficult to turn
down paying opportunities, but sometimes saying "no" will help
you in the long run. If you agree to something in a moment of
panic, it can be counterproductive and harm your relationships
with your clients. Opportunities come up that sometimes aren't
exactly a fit, and if you end up taking them on, it can be
counterproductive. Those projects will take away time from the
things you are truly good at, and if you don't properly deliver,
clients won't be happy. Sometimes saying "no" in the short-term
will pay off later on.